Joe Salatinio, President of Great Northern American Case Study
JOE SALATINIO, PRESIDENT OF GREAT NORTHERN AMERICAN CASE STUDY 1
1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions.
In order to have a successful business there are many factors that collaborate together to achieve the ultimate goal of success. As with many companies, the dependency of having a productive and highly motivated team members becomes the heart of the business. The factors that contribute to people’s perceptions and attributions in the workplace can be extremely important how it relates to forming opinions. For example, in the case of Joe Salatino, there are examples from operant conditioning to self-efficacy which relates to improving the hiring and workplace performance. The perceptual process, in the workplace, is helpful when considering many components such as the hiring, viewing co-workers and the ability to change the perception of others. As we see in the case study of the great northern American , there are other ways that he can address his sales staff such as the importance of perception , their formation and why they need to be understood. There are several options that Joe can convey his message of perception. One of the few things that he can put into place is having workshops or conferences quarterly to evaluate and discuss these issues as a team. By organizing these gatherings, the topics that should include the definition of perception and the factors that influence it, discussing the factors of influencing perception, the target and the situations. Understanding of how individuals form their perception and make attributions can be the difference between making a sale and losing a sale. When a sales professional understands how others form their perception, they will be able to utilize that information to control how a potential customer can perceive them and the product they are selling. Encouraging the customer to
1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions.
In order to have a successful business there are many factors that collaborate together to achieve the ultimate goal of success. As with many companies, the dependency of having a productive and highly motivated team members becomes the heart of the business. The factors that contribute to people’s perceptions and attributions in the workplace can be extremely important how it relates to forming opinions. For example, in the case of Joe Salatino, there are examples from operant conditioning to self-efficacy which relates to improving the hiring and workplace performance. The perceptual process, in the workplace, is helpful when considering many components such as the hiring, viewing co-workers and the ability to change the perception of others. As we see in the case study of the great northern American , there are other ways that he can address his sales staff such as the importance of perception , their formation and why they need to be understood. There are several options that Joe can convey his message of perception. One of the few things that he can put into place is having workshops or conferences quarterly to evaluate and discuss these issues as a team. By organizing these gatherings, the topics that should include the definition of perception and the factors that influence it, discussing the factors of influencing perception, the target and the situations. Understanding of how individuals form their perception and make attributions can be the difference between making a sale and losing a sale. When a sales professional understands how others form their perception, they will be able to utilize that information to control how a potential customer can perceive them and the product they are selling. Encouraging the customer to